
r 



n 



I 




WILLIAM GANSON ROSI 





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Glass 
Book 



COPYRIGHT DEPOSIT. 



THE GINGER CURE 



THE 

GINGER 
CURE 



BY 



WILLIAM GANSON ROSE 




CLEVELAND 

ROSE PUBLISHING COMPANY 

1911 








K6 



COPYRIGHT, 1911 

BY 

WILLIAM GANSON ROSE 



£ 






©CI.A28GS31 



TO 

MY CONFRERES 

OF 

THE CLEVELAND ADVERTISING CLUB 

THIS LITTLE VOLUME 

IS 

DEDICATED 



THE GINGER CURE 



L 

The office boy entered the room* Seth 
T* Grover t head of the department store 
that bore his name, was busy* The boy 
discreetly waited* 

"Well?" the proprietor presently said* 

The boy* a nervous youth, had a con- 
fused way of running his words together* 

"Gentlemantoseeyousir*" he said* and 
laid a card on his employer's desk* 

The head of the house took the paste- 
board between a chubby thumb and fore- 
finger and held it at some distance* 



JOHN HANCOCK BARKER 
ADMAN 



THE GINGER CURE 

"Don't know him," he muttered* 
"What does he want?" 

"I dunnosir, buthesaysitsmostim- 
portant*" 

"Adman?" growled the eminent 
tradesman* He glanced at the memo- 
randa on his calendar pad and then 
looked at his watch* 

"Show him in," he directed* 

He stared at the card again and scorn- 
fully sniffed* As he tossed the object of 
his contempt aside a stranger briskly 
entered* He was a man of medium 
height and slender build, with a long, 
flexible face, pale gray eyes and faded 
brown hair* He wore a light gray suit 
with a blue scarf; a blue ribbon encircled 
his sailor straw hat, and blue socks were 
visible above his tan oxfords* His age 
was thirty, but he looked older* 

Thanks for granting me this audi- 

8 



♦♦' 






THE GINGER CURE 

ence* Mr* Grover* Yoti have my card* 
I'm John Hancock Barken" 

He seized the unresisting hand of the 
magnate and shook it warmly* Mr* 
Grover met this assault with a frown of 
disapproval* As soon as he could release 
his hand he drew his fat gold watch from 
its snug retreat in his white waistcoat* 
Tm a — " he began in his heavy way* 
; A busy man*" interrupted the visitor* 
Then he laughingly added, "I'll excuse 
the bromide* The fact that it's conven- 
tional doesn't diminish its value* No 
man living appreciates the conservation 
of time any better than I do*" 

He laid his straw hat on the sacred 
Grover desk and drew up a chair* 

Mr* Grover viewed these cool pro- 
ceedings with manifest indignation* 

"Kindly state your business* sir*" he 
irritably said* 

9 



THE GINGER CURE 

The stranger lightly rubbed his hands 
together* Then with a peculiar motion 
he flipped back the left lapel of his coat 
and thrust his thumb into the armhole 
of his vest* m 

"My motto, sir/' he briskly said, "is 
condense and conserve* You have my 
card* You know my name* Perhaps 
you think you know my business* But 
do you?" 

"No, I don't," replied the goaded pro- 
prietor, "and I begin to think I never 
wiH*" 

"There you are wrong, sir," returned 
the unabashed visitor* "My card tells 
you I'm an adman* Technically, that's 
correct* In practice, I am more — much 
more*" 

The veteran tradesman drew a long 
breath* 

"How much more?" he demanded* 

jo 



THE GINGER CURE 

The visitor overlooked the sarcasm* 

"I'm an adman — that's right* But I 
am also a commercial expert, a consult- 
ing trade authority, a past master in the 
art of publicity* I build up, I increase, 
I expand/' 

"I thought you said you were a con- 
denser?" put in the magnate* 

"You did not misunderstand my state- 
ment* With me condensed efforts bring 
expanded results* I seek out unsus- 
pected weaknesses and convert them into 
sinews of strength* Yours is a conserva- 
tive house, sir* You have no sympathy 
for modern methods of trade expansion* 
You prefer the beaten track — narrow 
though it be — of commercial safety, to 
the broad highway of glittering publicity*" 

"Fm satisfied," interrupted the pro- 
prietor* 

That's it, that's it," cried the visitor, 

u 



W 



THE GINGER CURE 

"you're satisfied* That's the root of the 
trouble/' 

"What trouble?" snapped the veteran* 
"Conservatives," glibly replied the 
visitor* "It's the malady that causes 
you to adhere to the old methods while 
your up-to- dat e-and-a-little- ahead- of- it 
competitors are shaking the shekel tree* 
What your house needs is the ginger 



cure*" 

44' 



The ginger cure?" 

"Yes* Vigor* energy and push! Say* 
who writes your advertising?" 

The veteran hesitated* 

"The head of our silk department* 
Mr* Livingstone — with my assistance*" 

The visitor nodded* 

"Just as I supposed*" he smilingly 
said* "Have you never thought of en- 
gaging a man who could write real 
advertising?" 

12 



THE GINGER CURE 

"The house of The Seth T* Grover Co* 
needs no artificial booming/' cried the 
indignant proprietor* "It was founded 
by my father* sir. and I am adhering to 
the honorable and conservative principles 
he laid down/' 

"Very commendable* indeed/ 9 said the 
visitor* "but not according to the later 
rules of the game* Now suppose a man 
came to you and said* 'Sir, put me in 
charge of your publicity* Test my meth- 
ods* probe my theories/ and suppose 
that man said to you* 'I will agree to add 
50 per cent to the business of any depart- 
ment you offer as a test of my ability and 
integrity* and I further agree to increase 
the gross sales of your house 25 per cent 
in three months/ What would you say 
to that, sir?" 

"Nonsense \" 

"But that isn't a fair answer*" 

J3 



THE GINGER CURE 

The veteran stared* 

"Where's the man?" 

"Here/' 

John Hancock Barker smiled and 
again flipped back his coat lapeL 

There was a brief silence* The old 
merchant drew down his heavy eyebrows* 

"You interest me in spite of my better 
judgment/' he presently said* "Just 
drop that highfalutin' style of yours and 
come down to brass tacks and business* 
What's your scheme?" 

The visitor leaned forward* 

"I object to your use of the word 
scheme/' he said* "I am engaged in a 
legitimate calling* The adman* sir* has 
come to be recognized as a business fac- 
tor second only in importance to the 
managerial head* I offer to increase 
your business in every department* In 
order to show my confidence in my own 

14 



THE GINGER CURE 

methods I will accept as my emolument 
three per cent of the amount of your 
increased sales during a test period*" 
Seth T* Grover gravely nodded* 
"You have references* of course?" 
"Of course not," the visitor promptly 
replied* "And a moments reflection will 
explain to you why not* Think it over* 
Would it please you to have me go from 
here to Scott & McTavish, for instance* 
with a reference from you acknowledging 
that I personally increased your sales 
60 per cent?" 

"No," admitted the old man; "you'll 
get no such reference from me*" 
The visitor softly laughed* 
"That's just what they told me at — 
but there* it's a matter of confidence* An 
adman is a confidential specialist* You 
don't want recommendations* You want 
results*" 

\5 



THE GINGER CURE 

There was something about the man- 
ner of the visitor, his enthusiasm, his 
optimism, that warmed the heart of the 
old merchant* 

"You talk well, my young friend," he 
said* 

"X have found it necessary to talk more 
than usual," the visitor remarked with a 
quick smile* "And I think you'll admit 
the fault is not all mine*" 

"Well," said the veteran slowly, "there 
is at least one thing you neglected to 
explain* Why did you come to me?" 

The stranger's reply was promptly 
given* 

"Because I knew you needed me*" 

"How could you know that?" the mer- 
chant demanded* 

The visitor drew a folded newspaper 
from his side pocket* 

"I am going to answer you, sir, with 

16 



THE GINGER CURE 

an illustration/' He smoothed out the 
paper, took a blue pencil from his pocket 
and drew a heavy ring on the page before 
him* "There's your 'Rompers Ad' of this 
morning* Look at it" 



CHILDREN'S ROMPERS. 

We are pleased to announce that we 
have succeeded in securing from a well- 
known eastern manufacturer a large 
supply of children's rompers. Goods of 
the grade we obtained usually retail at 
50 cents. Because of the bargain 
price at which we were enabled to 
secure them we are gratified at the 
opportunity afforded us to offer them 
at 35 cents each or one dollar for three 
pairs. The large shipment we secured 
includes blue ginghams, plain pink and 
tan chambrays, some with stripes and 
cross-bars and others of light and dark 
materials. The sizes are from one to 
eight years. All of the rompers are 
piped on the belt and neck, and are 
exceptionally well-made. Owing to the 
low price we have quoted above, the 
sale can be continued for one week 
only. We believe our patrons will be 
pleased to take advantage of this 
opportunity. 
3rd floor. 

THE SETH T. GKOVER CO. 



J7 



THE GINGER CURE 

The proprietor intently regarded the 
marked advertisement* 

"What's wrong with it?" he presently 
asked* 

The visitor drew back and smiled 
tolerantly* 

"Why* to read that ad one would think 
'rompers* were as serious in their way as 
clerical vestments* You couldn't have 
expressed that bid for buyers with more 
gravity if you were selling granite head- 
stones* What is a 'romper'? It's a 
garment worn by a child of tender years* 
a blithe and frolicsome household 
delight* It suggests sunny hours and 
dancing feet and cunning poses* It is 
purchased by a doting mother for the 
little treasure at home* The ad should 
catch the mother's eye* It should interest 
her first* It should awaken her desire in 
the second place* It should sell three 

J8 



THE GINGER CURE 

rompers when she was in the market for 
only one* Would this ad do it ?" 

He struck the page with his clenched 
hand* 

The old merchant coughed defen- 
sively* "That advertisement* sir* is a 
truthful statement of bare -facts*" 

The visitor smiled* "Exactly so* but 
the f acts* like the kids* must be clothed to 
be attractive* If you want to sell rompers 
you must put romp into your ads*" 

He pushed the offending advertise- 
ment aside and* leaning back in his 
chair* awaited the effect of his axiom* 

The veteran nodded* 

"Perhaps you can show me just what 
you mean by that?" 

"I can*" Barker drew a sheet of 
paper from the owners desk and with 
an ink pencil rapidly wrote the following 
ad: 

J9 



THE 



GINGER 



CURE 






ompers 



©Let the children romp ! 

©Make the little ones happy ! 

©.Don't dress 'em up all the time ! 

©Don't warn them continuously to be 
careful of their clothes ! 

©Put them in rompers in the morning. 
Let them make mud-pies, play tag, feed 
the chickens and be real-for-sure kids 
— just as we used to be. 

©Whether they're one-year-olds or eight- 
year-olds, we can provide them with the 
best made and the most attractive romp- 
ing suits you ever saw. 

©.Are the prices reasonable ? 35c each ; 
3 for $1. The regular 50c stock, too. 
Think of that ! 

©.Blue, pink or tan, both large and small ; 
dots, stripes or plain — we have 'em all ! 

Let the tittle fellows romp, 
Roll the hoop and throw the ball ; 

Every lad so neatly clad— 

We have rompers for them all ! 



THE SETH T. GROVER 

Children's 
Department 
3rd floor 



CO. 



20 



THE GINGER CURE 

Seth T* Grover watched the process 
with an expression of keen interest* He 
picked up the sheet that the visitor 
pushed towards him and carefully read 
the screed* 

"Not bad/' he mattered. 

The visitor looked at him expectantly* 
"Well/' he said* "it's up to you*" 

The veteran tradesman evidently un- 
derstood the colloquialism* 

"I'll give you a trial/' he said* "The 
terms will be those suggested by you* 
and the length of the test will be governed 
by circumstances* One thing more* 
This agreement is strictly between 
ourselves*" 

The stranger nodded* Then he arose 
and offered the old merchant his hand* 

"Here's to our mutual betterment/' 
he said and shook the veteran's hand 
warmly* "And now* if agreeable* I'll 

2\ 



THE GINGER CURE 

look your establishment over/' He took 
his hat* "Expect my report a little 
later/' 

He left the room briskly t and when 
the door had closed the old man picked 
up the sample advertisement* He read 
it through carefully while a slow smile 
spread over his wrinkled face* Then he 
resumed the work that the visitor had 
interrupted* 

Fifteen minutes later there was a 
quick rap at the door* 

"Come in/' said Seth T* Grover* 

The door opened and Mary Burns* 
the store detective* entered with John 
Hancock Barker* 

"What does this mean?" the old mer- 
chant demanded* 

"As well as I can make out/' replied 
the new employe* "the lady has pinched 



me* 



22 



THE GINGER CURE 

The detective's face suddenly flashed 
as she turned to her employer* 

"This man first attracted my attention 
in the hosiery department/' she ex- 
plained* "He disarranged the goods in 
a suspicious manner and drew the atten- 
tion of the clerks from their regular 
duties* I followed him to the shoe 
department where he acted in the same 
unusual way* Then I felt I was justified 
in bringing him to the office*" 

The proprietor nodded approvingly* 
He looked from the store detective to 
her amused prisoner* and his gray eyes 
twinkled as they met the gaze of John 
Hancock Barker* 

"Your zeal does you credit, Miss 
Burns, but, as I understand it, you have 
no actual proof against this suspicious 
character*" 

"No, sir," replied the detective* "But 

23 



THE GINGER CURE 

his actions led me to look upon him as 
a bad man/ 

"Pardon me t " said the new employe; 
"you are just a little out of the way* Not 
a bad man, but an adman V* 



24 



THE GINGER CURE 



IL 

It was ten (/clock the next morning 
when Seth T* Grover arrived at his store* 
That was two hours and a half beyond 
his usual time* Repairs to the automo- 
bile had caused the delay* and the tardi- 
ness irritated the veteran tradesman 
whose punctuality was one of his marked 
characteristics* 

As the Grover limousine drew up to 
the curb the carriageman* a highly 
respectable colored person* touched his 
hat and opened the door* The old mer- 
chant stared at him* The casual passerby 
would not have found occasion for so 
intent a scrutiny* but the casual passerby 
hadn't seen the same carriageman for 
sixteen years garbed in a dark green 

25 



THE GINGER CURB 

livery with sombre hat and gloves* It 
was the effect of a white flannel uniform 
with brass buttons and a jaunty manner 
which harmonized naturally with the nat- 
tier costume, that caught the proprietors 
attention* The employe knew he was 
being studied* and his smile testified to 
personal approval of his modified appear- 
ance* 

"Mawnin% Mistah Grovah," he said 
with a sweeping bow* 

"Morning* George," said the old mer- 
chant brusquely, and he passed into the 
store, leaving unsolved for the time being 
the question of the new livery* He 
walked in his deliberate military manner 
down the center aisle and paused at the 
store bulletin board before taking the 
elevator* 

One notice immediately caught his 
eye, because it was printed in colors and 

26 



THE GINGER CURE 

seemed to stand out glaringly from its 
more quiet companions* It read: 



NOTICE TO EMPLOYES 

The Seth T. Grover Co. Band 
is to be organized tonight. 

Let us have the best concert band 
among the commercial houses in 
the city. 

Mr. Grover will furnish the 
uniforms. 

All who play band instruments 
are requested to meet in the 
Assembly Room tonight. 

FREDERICK BISSELL 
ALFRED McCOLL 
AUGUST MUEHLHAUSER 



The merchant scowled ♦ It was clear 
that he disapproved* But Seth T* Grover 

27 



THE GINGER CURE 

had always made it a point to conceal his 
anger before his employes* 

When he left the elevator he noticed 
the sound of hammering in the direction 
of his office* and a moment later t as he 
stepped over the threshold* he saw two 
men fastening push-buttons to a board 
on the wall near his desk t while a third 
man was gathering coils of wire and tools 
from the floor* In the center of the room 
stood the director of the work — John 
Hancock Barker* adman* 

"That's satisfactory/' he was just 
saying* "Gather up your tools and 
material and clear out quick before the 
boss comes down*" He turned as he 
heard a footstep at the threshold and 
beheld his employer* He noted* too* 
that the latter was regarding the pro- 
ceedings with undisguised displeasure* 

"Morning* Mr* Grover/' said the new 

28 



THE GINGER CURE 

employe cheerily* "It's lucky you were 
late/' 

"I'm not so sure of that/' grumbled 
the merchant* 
. The trio of workmen hurried out* 

"I want to talk with you* Mr* " 

"Barker* sir* John Hancock Barker*" 
"But first you may go to the second 
floor and tell Mr* Norris* the bookkeeper* 
I want to see him t " the merchant con- 
tinued* 

He stepped aside to allow the new 
employe to pass through the doorway* 
but the latter turned to the wall near the 
Grover desk* 

"Number two is for Mr* Norris* sir/' 
he said as he pressed the button* "I'll 
have the names typewritten and pasted 
over the signals by noon* so that you 
will know the calls for the different 
heads of departments*" 

, 29 



THE GINGER CURE 

"Who told you to put that arrangement 
in here* sir?" the indignant employer 
demanded* 

"You did* That is* you told me I 
might make changes to improve the 
business* Ah* here comes Mr* Norris 
already* You see* we have saved the 
time I would have taken in going down in 
the elevator and we have Norris here in 
just half the time that would have been 
consumed by my going and his coming*" 

Norris* a little man and very bald* 
entered the office and bowed respect- 
fully to his employer* who abruptly 
addressed him* 

"Norris*" 

"Yes* sir*" 

"Some directions*" 

"Very well* sir*" 

"Norris* I want you to make a state- 
ment each morning of the aggregate 

30 



THE GINGER CURE 

of the previous day's sales* Commence 
today* That's all*" 

"Yes, sir/' 

The little bookkeeper again bowed 
respectfully and left the room* 

The tradesman stared hard at his new 
employe* 

"Barker* you are to consult me about 
any radical changes before going ahead 
with them* You must not overstep your 
rights* I noticed several changes this 
morning that I haven't sanctioned — and 
don't believe I can approve*" He turned 
in his chair abruptly and his manner was 
intended to convince the new employe 
that just now silence was the best policy* 

The morning mail was standing in a 
pile on the massive desk and a neatly 
printed slip surmounted the letters* 

Picking it up the veteran tradesman 
read as follows : 

31 



THE GINGER CURE 



THE SETH T. GROVER CO. No. 1 

TEMPER^ 

Get mad ! And — 

If you are fat, you will lose your breath. 

If you are an athlete, you will lose your 

game. 
If you are a lecturer, you will lose your 

audience. 
No matter what you are, you will lose 

something. 
A temper is a splendid thing — under control. 

Keep it under — quite a ways under. 
Once a shopper seemed so unreasonable 

that the clerk lost her temper, 
Then she lost her customer, and, the 

proprietor hearing of it, 
She lost her position, and, thinking how 

foolish she had been, 
She lost her self-respect. 
Then she reasoned it all out and found 

that you can't lose your temper with- 
out losing something else. 
But if you have a temper how can you 

keep it from showing itself? 

Recipe: Good nature and will-power. 



32 



44 



THE GINGER CURE 

"Is that your getting up?" he asked 
over his shoulder when he had finished 
reading* 

Yes t sir/' replied the new employe* 
Just a little thing to scatter among the 
clerks* You see — " 

"I can't see how it will help to sell 
goods," said the veteran tradesman* "I 
don't hire you to entertain my employes* 
I got you to increase the sales of this 
store* And what do you do? Was it you 
who put my carriageman in white livery?" 

"I admit it t " came the prompt answer* 
"You will pardon me if I say that he was 
shockingly shabby in that old green suit* 
and you'll grant* I'm sure* that he is 
classier — I should say more attractive — 
than before*" 

"But that has nothing to do with 
increasing sales/' objected the old mer- 
chant* 

33 



THE GINGER CURE 

"Not directly, sir, but indirectly, yes," 
came the quick response* "Men as a 
rule don't notice such things, but when 
an electric coupe draws up before a 
store and a lady in faultless white 
emerges, the better the style of the 
reception she meets, the better the im- 
pression she receives, the better the 
chances for her becoming a regular 
customer* I tell you, sir, that our new 
livery is making an indirect bid for new 
trade*" 

The merchant's expression did not 
admit that he was more than half con- 
vinced* 

"You are responsible for this band 
business, too, I take it?" 

"Yes, sir," replied the new employe 
proudly; "that is primarily intended to 
stimulate the right sort of spirit among 
the employes* Secondarily, it will be a 

34 



THE GINGER CURE 

mighty good advertisement for the store* 
I have placed the organization in the 
hands of three of the most popular young 
men in the establishment* Tonight the 
first meeting will be held in the assembly 
room — ff 

"We have no assembly room," inter- 
rupted his employer* 

"I was going to speak to you about 
that later/' said the younger man* "For 
the next week or so we will have to make 
the stock room on the fifth floor answer 
our purpose* Getting the young men 
together will promote good fellowship 
among them* will awaken a stronger 
feeling of loyalty towards the store* and 
should influence them to perform their 
duties in a more willing and optimistic 
manner* It will be easy for the band to 
secure a number of engagements that 
will pay them for their time* and every 

35 



THE GINGER CURE 

concert is an ad for The Seth T* Grover 
Co. Why— " 

The old man stopped him. 

"What about these signals you have 
installed here? Why did you go ahead 
without authority?" 

"To avoid bothering you, sir/' was the 
blithe answer* "Your time is too val- 
uable to be taken up with suggestions and 
requests when I am sure you will approve* 
This board of buttons is what I call the 
'pulse of the store/ You press one of 
these and the head of the department 
wanted will report at once; press the 
same button twice and the head will call 
you on this private phone* instead of 
coming here personally* Press it three 
times — but there* I'll write it out so 
you'll have it conveniently before you* 
And this button — I'll explain it later* It's 
the detective signal* and if any pickpocket 

36 



THE GINGER CURE 

or sneak thief gets away from this time 
on I miss my guess* May I ask you to 
come down to the automobile department 
when you finish your mail? I will have 
something ready there by that time to 
show you/' 

The reference to the mail reminded 
Seth T* Grover that he was not making 
up the time he had lost at the opening of 
the day* and he dismissed the new em- 
ploye from the room with a mumbled 
assent to his invitation* Then he turned 
to his letters* 

John Hancock Barker stopped at the 
door* 

"For your stenographer* push the first 
button on the left hand side," he said and 
disappeared* 

And* following his direction* the pro- 
prietor for the first time felt the pulse 
of the store* 

37 



THE GINGER CURE 

A few minutes later John Hancock 
Barker was busily directing the erection 
of a peculiar framework in the automo- 
bile department* While he was thus 
employed Mary Burns, the store detec- 
tive, approached and acknowledged his 
bow* 

"Not going to run me in again, are 
you?" he laughingly asked* 

"Not without actual proof against you," 
she replied, as the color came into her 
cheeks* "But I really think you need 
some one to look after you," she merrily 
added* 

"Referring to the fact that I am a 
bachelor ?" he chuckled* Then he noticed 
that the deeper color in Miss Burns t 
cheeks became her very well* 

It was afternoon when Mr* Grover 
confronted his confidential publicity man 
in the automobile department* 

31 



THE GINGER CURE 

"You have something you want me to 
look at/' he said* 

"Quite right, sir," replied the new 
employe* "Just step over here, please* 
I have a device that I believe will help 
sell that big consignment of tires that 
came in last week* Just watch the peo- 
ple passing that framework holding the 
automobile wheel* Do you notice that 
every passer gives the wheel a turn? 
Human nature makes it impossible to 
resist the temptation to whirl it* It's the 
same impulse that makes everyone want 
to touch the article labeled 'Fresh Paint' 
to see if the paint really is fresh* Then 
that little motto on the framework: 
'One good turn deserves another,' also 
encourages them* Well, all this attracts 
attention to the tires we want to sell* You 
will notice, too, that there is a speedo- 
meter attached* That encourages people 

39 



THE GINGER CURE 

to turn the wheel faster to watch the dial 
record the speed — and it also advertises 
the speedometer* By this simple method 
we are getting the direct interest of many 
prospective buyers*" 

The old merchant showed that he 
doubted the practicability of the plan, 
and the inventor of the scheme* excusing 
himself t stepped over to the framework 
and with pencil and notebook recorded 
the speedometer reading* Then he made 
a hasty calculation* 

"At^the present rate the wheel will 
turn more than fourteen thousand times 
an hour* As it is a 36 inch wheel this 
means it will run more than eight miles 
an hour, or nearly eighty miles during a 
store day*" 

"Yd like to see the practical results/' 
said the unimpressed proprietor* 

The report on increased sales will 

40 



44' 



THE GINGER CURE 

show them inside of a week," promised 
the adman* "I can direct your attention 
to a few now, however* Will you kindly 
accompany me to the basement?" 

The two presently found themselves 
in the hardware department* The mer- 
chant noticed that a large audience was 
watching the demonstration of a dish- 
washing device and a sewing machine* 
The younger man nodded towards these 
swiftly running pieces of household 
machinery* 

"You may remember*" he said* "that 
one of my hobbies is the conservation of 
energy*" 

The old tradesman stopped him and 
pointed at the slender belts that were 
turning the two machines* 

"What is the power that is running 
those affairs?" he asked* 

John Hancock Barker smiled* 

4J 



THE GINGER CURE 

"The people upstairs who are idly 
turning the wheel," he replied* 

Seth T* Grover very nearly smiled 
himself* 

The inspection stopped, however, as 
the office boy announced that Mr* Liv- 
ingstone was waiting in the private office 
with the advertising copy for the next 
day* As the proprietor started for the 
elevator the publicity man placed a folded 
paper in his hands* "A suggestion for an 
ad t " he said* 

Mr* Livingstone was a very quiet man 
with a manner so highly polished that it 
shone and a voice that was an octave 
above the ordinary requirements* Now 
it was plainly evident that he was both 
disturbed and aggrieved* 

His employer noted these conditions 
and invited an explanation with an in- 
quiring "Well?" 

42 



THE GINGER CURE 



44' 



44' 
44* 



'Here is my copy for tomorrow, Mr* 
Grover," he said, laying a large sheet of 
closely written matter on the desk* "Did 
you see this morning's paper, sir?" he 
quaveringly asked* 
"Yes-" 
"Our ad?" 

I glanced at it." 

'Well, Fm almost sure you couldn't 
have seen this!" he shrilly cried, as he 
laid the romper ad of the new publicity 
man before the proprietor- "Someone 
must have done that for a joke, sir, for a 
joke- I assure you it isn't my copy- It's 
a disgrace to the house, sir, and to all its 
traditions-" 

The old merchant stared hard at the 
advertisement- His fears were con- 
firmed- The glib talk of the stranger 
had deceived him- Conservative methods 
were best- Livingstone was right- 

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THE GINGER CURE 

"The idea of a rhyme in the adver- 
tisement of The Seth T* Grover Co*, and 
flippant expressions like these l" cried 
the outraged employe, shaking the news- 
paper* "If it isn't all slang it's the next 
thing to it* And do you suppose, sir, that 
such methods will increase the business 
of a house that has steadily risen from a 
rock foundation that was laid nearly 
forty years ago? No, sir!" His shrill 
voice rose still higher as he reached the 
concluding words* Then he caught his 
breath and triumphantly added, "It 
wouldn't mean an extra sale, sir, nor an 
extra penny!" 

There was a moments silence* 
At this melodramatic moment Mr* 
Stimpson, the head of the children's 
clothing department, started to enter the 
office, but, noting that the proprietor 
was occupied, drew back* 

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THE GINGER CURE 

"Come in* Stimpson*" called the vet- 
eran tradesman* 

The head of the children's department 
came forward* 

"One moment* Livingstone/' said the 
proprietor* "What is it* Stimpson?" 

"I just wanted to report* sir* that 
there's been such a demand for those 
'rompers' that we'll be out of them 
before the day is over*" 

Stimpson* his message delivered, 
turned and left the room* 

A smile crept over Seth T* Grover's 
countenance as his gaze left the departing 
Stimpson and returned to the uncom- 
fortable Livingstone* His expression 
indicated that he was ready to resume 
the conversation* 

For a moment Livingstone acted as if 
about to speak* Then he hastily fol- 
lowed Stimpson* 

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THE GINGER CURE 

The veteran tradesman leaned back 
in his chair, brought his right hand down 
with a resounding whack upon his knee 
and enjoyed a laugh that made the 
"pulse of the store" throb in its clois- 
tered cabinet* 



46 



THE GINGER CURE 



IIL 

, Seth T* Grover left town the next day* 
Before going he had a conference with 
John Wilkinson, the veteran superin- 
tendentt in whose charge he left the 
managerial responsibility* 

Wilkinson was conservative* trust- 
worthy and eminently loyal* and he was 
the only attache of the store force who 
enjoyed his employer's business confi- 
dence* He alone was permitted to see 
the telegram that called Mr* Grover to 
New York* the telegram that threatened 
to bring a change to the old established 
house of The Seth T* Grover Co* A 
closely related store in the metropolis 
had just experienced financial difficulties* 
and the veteran merchant decided to 

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THE GINGER CURE 

leave immediately in order that he might 
investigate at first hand the true depth 
of the trouble* He confided to Wilkinson 
that The Seth T* Grover Co* was not 
paying its usual dividends since the 
building up of its two pretentious rivals* 
He intimated that if he could find a pros- 
pective purchaser in New York he would 
bring him back in the hope of selling out 
the business to which he had given nearly 
forty years of constant and devoted labor* 

"It's the bad news, sir* that makes you 
feel that way*" said JohnWiikinson* in 
the hope of cheering his employer* "You 
won't think of selling out when you've 
had more time to consider*" 

"I don't want to sell* Wilkinson* but 
the fact is we are at a standstill here* and 
I'm afraid I'll have no choice* You may 
expect me back in two weeks* Don't let 
that new man go too far with his schemes 

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THE GINGER CURE 

and wire me if you need my presence* 
Miss Skinner will help you with the gen- 
eral correspondence* I guess that's all* 
Goodbye, Wilkinson/' 

A few minutes later the veteran mer- 
chant* without the slightest outward sign 
of mental depression, hurried away* 

Two weeks passed and Mr* Grover 
reappeared, accompanied by a small, 
shrewd-looking man of fifty, chiefly dis- 
tinguished by his heavy-weight watch 
chain and the brilliance of his scarf pin* 

"Look around the store," said the pro- 
prietor, "and we'll talk things over this 
afternoon*" 

The two parted and the merchant 
repaired to his private office* His trip 
had evidently not been an agreeable one 
and his mood was plainly irritable* He 
glanced hastily through the papers on 
his desk, asked a few questions of his 

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THE GINGER CURE 

stenographer and gave directions to have 
"Wilkinson, who was away on a business 
errand* report to him when he returned* 
Then he bent over his desk and picked 
tip a large volume that he had not noticed 
before* 

"Scrap Book of The Seth T* Grover 
Co/' was neatly printed in gold on the 
heavy cover* 

"Did anybody ever hear of a store 
scrap book!" he muttered* He turned 
to his stenographer* "Whose doing is 
this?" 

"It's Mr* Barker's idea/' said the 
frightened young woman* 

"Urn* I thought so," the employer 
growled* He opened the book* 

Advertisements, neatly clipped and 
pasted, occupied the left hand pages 
while comments were typewritten on 
the opposite pages* Here and there were 

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circulars and other literature issued by 
the store with occasional clippings from 
the news columns of the local papers* 
Turning the pages over rapidly, the pro- 
prietors eye caught certain large head- 
lines and he paused to read the following: 



PLAYROOM PLEASES 
COUNTLESS CHILDREN 



The Seth T. Grover Co. Makes a 

Decided Hit With the 

Little Folks. 



Novel Undertaking of Enterprising 

House Attracts Widespread 

Attention. 



The conservative merchant could read 
no further* He was angry now and didn't 

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THE GINGER CURE 

care who knew it* Closing the big book 
with a slam he tur ned to his stenographer* 

"Where is this fool kindergarten 
business — this playroom ? " he hotly 
demanded* 

"On — on the top floor* sir/' came the 
frightened response* 

Out of the office* into the elevator* up 
to the top floor* and Seth T* Grover* per- 
spiring from mental rather than physical 
exercise* was at the entrance to the new 
playroom* He paused at the double 
doorway and looked in* 

Children* lots of them* from little tots 
to ten-year-olds* were playing strenu- 
ously* but not roughly* on a variety of 
interesting pieces of apparatus* Ordi- 
nary gymnasium paraphernalia, includ- 
ing dumb-bells* horizontal and parallel 
bars and flying rings* filled one end of 
the room, while two steep and lengthy 

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slides of unique appearance slanted from 
one corner of the high ceiling to a distant 
point on the floor* Children were lined 
tip at these chutes, awaiting their turns 
to slide either in a sitting posture on the 
one slide, or in a standing position on the 
other* Sheldon Thomas, of the toy 
department, a gentlemanly fellow and 
an amateur athlete of seme note, was 
in charge, and everything seemed to be 
conducted in an orderly and practical 
manner* The room echoed with con- 
tinuous laughter, but the merriment was 
not reflected in the face of the displeased 
proprietor* His glances traveled around 
the sides of the room where long rows of 
seats were occupied by estimable appear- 
ing women, who watched with manifest 
approval their charges combining exer- 
cise with pleasure at the expense of The 
Seth T* Grover Co* Then the veteran 

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THE GINGER CURE 

observed the walls of the spacious room* 
He was first attracted by a large sign in 
a gilt frame* It read: 



After Exercising 
Try a 

GROVER DIP 



Drug Dept. 
First Floor 



Then he read several other signs 
arranged on either side of the room: 



Have the Boys Wear 

Tearproof Pants 

The Double Seat 
Cannot be Beat ! 

Children's Clothing — 3rd Floor 



54 



THE GINGER CURE 



Children like our 

Wearwell Waists 

No matter what they are about 
They'll find it hard to wear them out. 

3rd Floor 



When Through Exercising 
Rub Yourself with 

LIMBERINE 

Although so tired you think you'll die, 
Our LIMBERINE will make you spry ! 

Drug Dep't First Floor 



BUY 

Last good Shoes 

For the Children 

Bless their Little Soles! 

Shoe Dep't 2nd Floor 

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THE GINGER CURE 

Seth T* Grover could stand this dis- 
play no longer* He turned away from 
the "fool kindergarten business" just in 
time to meet the party who was respon- 
sible for it, accompanied by the store 
detective* Mary Burns passed quietly 
along and the adman stopped* 

"Glad to see you back/' was the 
greeting accorded by John Hancock 
Barker* "We've been doing things since 
you went away*" 

"I see you have/' growled the old 
merchant with a tragic emphasis* "and 
I want you to come with me at once to 
my office*" 

They were soon closeted together* and 
the veteran merchant turned upon the 
younger man with an unpleasant scowL 

"Well* sir/' he bitingly said* "I see 
you have taken advantage of my absence 
to do things that you know I never 

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THE GINGER CURE 

would have sanctioned* You have pre- 
sumed too far t Mr* Barker, much too 
far* Do you under stand* sir?" 

"One moment* Mr* Grover," replied 
the younger man unabashed* "I refuse 
to be adjudged guilty of any offenses* 
sir, until I have had a hearing*" 

"The only thing I can't understand," 
went on the proprietor, ignoring the 
other's protest, "is why John Wilkinson 
didn't interfere* I left him in charge 
and he must be prepared to answer for 
these fool innovations*" 

"May I ask," interrogated Mr* Barker, 
"what you style fool innovations?" 

"Yes, you may," grimly replied the old 
merchant, "and I will ask you to explain 
how you dared to introduce them* In 
the first place when I came up from the 
station last night what did I see in front 
of this store, sir? A great, gaudy, glaring 

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electric sign t with an outline of changing 
colors that looked like a valentine* Why, 
it was the first thing I saw when I reached 
the street seven blocks away* I'd like to 
know what good that sign is, sir ? Why, 
it's only lighted when the store is closed !" 

"Investigation has proved, Mr*Grover," 
began the younger man t but he was 
again interrupted* 

"I don't care what investigation has 
proved/' the proprietor continued* "I 
dare say that the sign and those extra 
lights you put in the windows cost as 
much as three hundred dollars*" 

"Five hundred* sir/' said the adman; 
"and I contend — " 

Once more the veteran interrupted* 

"You're always contending and pre- 
dicting and prophesying, but where are 
your results, sir? I didn't hire you to 
contend — I engaged you to increase sales* 

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What do I find when I come home? A 
playroom to entertain children at my 
expense* This is a department store* 
young man, not a ding-blistered kinder- 
garten!" 

The old merchant paused* He had 
worked himself up to a point where his 
wind was short and his face was flushed* 

"You don't understand/' said the una- 
bashed Barker* 

The old man gradually recovered his 
breath* 

"There are a lot of things I don't 
understand/' he shouted* "I don't 
understand the meaning of a 'Grover 
dip' for one thing* Perhaps you can 
explain that*" 

The adman couldn't repress a smile* 

"A 'Grover dip/" he said, "is the 
most popular dish we serve at the soda 
fountain*" 

59 



THE GINGER CURE 



tv 



'We have no soda fountain" roared 
the proprietor* 

"We had no soda fountain/' corrected 
the younger man, "but we have now*" 

There was a knock on the door* 

"Come in !" shouted the merchant* 

In came John Wilkinson* carefully 
closing the door behind him* He was 
about to greet his employer* whom he 
had not seen for two weeks* but Mr* 
Grover's expression warned him not to 
do so* 

The old tradesman stared sternly into 
the superintendent's mild face* 

"You're just the man I want to see* 
Wilkinson/' he said* 

The superintendent looked from the 
face of his employer to that of the adman* 
and guessed that there had been words* 
But noting that the younger man was 
not affected he took courage and looked 

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THE GINGER CURE 

back at his employer* Unlike his usual 
habit he received the old merchant's 
accusing stare without wincing* 

"There have been changes made here 
in my absence, Wilkinson/' said the 
veteran tradesman* 

Yes, sir/' agreed the superintendent* 
Were they made with your knowl- 
edge?" 

"Y— yes, sir*" 

"With your approval?" 

Wilkinson again turned to Barker* He 
seemed to gather more courage from the 
adman's countenance, and responded 
with a "Yes, sir" of surprising firmness* 

The old man glared at him* 

"Wilkinson," he said, "do you mean 
to tell me that after working here all 
these years you have suddenly come to 
believe in gaudy signs and crackbrained 
kindergarten schemes?" 

61 



THE GINGER CURE 

"Mr. Grover," began the quiet Wilkin- 
son* "It's true* I do believe in modern 
methods* I'll admit I didn't appreciate 
them a few weeks ago, but I had been 
brought up on conservatism* I talked 
with this young man and got new ideas 
and he persuaded me to try them*" 

Mr* Grover turned his glare full upon 
the unmoved Barker* 

"Don't place the blame on him* sir/' 
Wilkinson went on* "I am responsible* 
You left me in charge and I put these 
changes* these improvements* for they 
are improvements* into effect* This 
store* sir* had got into a rut* It had been 
running on the same plans it used a 
score of years ago* That's why Scott & 
McTavish and the Moulton Co* chal- 
lenged us* caught up with us and threat- 
ened to distance us* What we needed* 
sir — I beg your pardon — what I thought 

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THE GINGER CURE 

we neededf was new ideas* This young 
man furnished them — I approved them* 
And— " 

Seth T* Gr over held up his hand* John 
Wilkinson stopped short after the longest 
verbal effort of his career* 

"That's enough from you* Wilkinson*" 
said the old merchant harshly* "Fll have 
reports from the heads of departments* 
I want you both to remain here while 
they are being given* Wilkinson* call 
Stimpson of the children's clothing 
department*" 

"Pardon me* but 'number four' will 
summon Stimpson/' said Barker* as he 
indicated the "pulse of the store*" 

The proprietor had forgotten this de- 
vice* and prejudiced for the time against 
all innovations* turned half unwillingly 
to press the button* 

There was silence until the arrival of 

63 



44" 



THE GINGER CURE 

the head of the children's clothing depart- 
ment* When Stimpson entered he came 
to the center of the room, but his employ- 
er's frown drove him back a step or two* 

"I have been out of the city two weeks, 
Stimpson/' began the old merchant* 
'Yes* sir/' said the frightened employe* 
'How about the sales in your depart- 
ment during this time?" 

Stimpson drew a long breath* 

"Great I" he exclaimed* 

His employer looked puzzled* Wilkin- 
son and Barker exchanged furtive smiles* 

"Ah," said the proprietor* "it's the 
natural increase owing to the new Fall 
stock* no doubt*" 

"No* sir*" replied the department 
head ; "although the Fall goods are start- 
ing nicely* It is general improvement* 
We have an especially strong demand 
for Tearproof pants', 'Wearwell waists'* 

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and 'rompers' and other articles of cloth- 
ing to take the place of the garments the 
children wear out upstairs in the play- 
room* It's really wonderful, Mr* Grover t 
how that slide dbes wear out pants* And 
then—" 

"That'll do t Stimpson," interrupted 
the proprietor as he pressed "number 
three" on the "pulse of the store*" In a 
few minutes Stimpson gave way to Cad- 
berry* head of the shoe department* The 
proprietor's glare had softened some- 
what* 

"How about the sales in your depart- 
ment since I went away* Cadberry?" he 
asked* 

"Splendid* sir/' was the prompt 
answer* 

"Due to the announcement of the 
Fall stock?" queried the veteran mer- 
chant* 

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THE GINGER CURE 

"In part, yes/' replied the shoe depart- 
ment head* "I find, however, sir, that 
the children, while romping in that 
playroom on the eighth floor, go through 
their footwear with remarkable alacrity* 
The soles cannot long withstand the fric- 
tion caused by descending that sandy 
slide, and the games the children play 
work havoc with the seams* I find, too, 
that many of those who accompany the 
children desire shoes for themselves, and, 
as I have often contended — " 

"That will suffice, thank you, Cad- 
berry," said the old merchant, aston- 
ished, but not satisfied* He rang "num- 
ber six" and Miss Kearney, head of the 
lace department, soon ended the silence 
that followed Cadberry's departure* 

"How are sales?" abruptly inquired 
her employer* 

'Bully — I beg your pardon, sir, they're 

66 



«i 



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fine/' responded the somewhat effusive 
young person* 

"How do you account for the improve- 
ment?" asked the merchant* 

"Well, I think those little jingles and 
the pretty pictures that go with them in 
our ads help a lot* Then* there are so 
many more people coming into the store 
nowadays than used to come* I don't sup- 
pose I ought to say it* but I think that the 
story about me in the Times, where they 
used my picture as the prettiest clerk in 
the city* helped my department some* 
I wonder who it was wrote that interview* 
anyway?" 

The proprietor looked at Barker* but 
the adman was apparently busy reading 
his notebook* "That's all* thank you* 
Miss Kearney," he said* and she walked 
from the room with much clicking of high 
heels* 

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THE GINGER CURE 

Seth T* Grover looked from Barker to 
Wilkinson and back again* 

"I won't call any of the others just 
now/' he said* 

"I'm sorry you omit the report from 
the. new soda fountain/' said Barker* 
"It's only been fizzing eleven days* but 
the business is something remarkable*" 

"Mr* Grover would rather hear your 
report on the number of visitors," put in 
Wilkinson* 

The adman referred to his notebook* 

"The second day after I came here/' 
he said* "I had the number of people who 
entered the three big department stores 
counted* Scott & McTavish led with 
2*897; Moulton's was second with 2*114* 
and The Seth T* Grover Co* was last 
with 1*472* Yesterday we took another 
count* Moulton's had 2*027* Scott & 
McTavish 2*417* and we registered 

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THE GINGER CURE 

3,504/' He paused* "Of course, it 
wasn't exactly fair to count 'em yester- 
day, as that was our concert day/' 

"Concert day?" repeated Mr* Grover* 

"Yes," said Wilkinson* "We added a 
music department while you were away, 
and have weekly recitals to which we 
invite about a thousand of our patrons* 
We can seat that many now in the assem- 
bly room*" 

"Assembly room?" muttered the old 
merchant* 

"Yes," said Barker* "Don't you 
remember I spoke to you about locating 
it in the stock room on the fifth floor? 
We not only have recitals there, but 
employes , entertainments that make the 
clerks feel a much greater sympathy for 
the store* And it's working wonders* 
Scott & McTavish tried to take away two 
of our people yesterday at better money* 

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THE GINGER CURE 

Did they get them? Well, I guess nary- 
nary/' 

The adman drew a printed card from 
his pocket and handed it to the merchant* 

"There's next months schedule of 
talks to be given to the employes," he 
said, "and you'll notice I took the liberty 
of putting you down for Thursday, the 
nineteenth* We had Norman Mont- 
gomery, the social settlement expert, 
you know, night before last, and he made 
a hit for fair* Used pictures, and you 
should have seen the way our clerks ate 
up his talk* It did them good, too* The 
Mayor is down for next week*" 

The proprietor studied the card in 
silence* 

It was Wilkinson's turn* 

"Tell him about the band," he said to 
Barker with a sly grin — and Wilkinson 
was not given to grinning* 

70 



THE GINGER CURE 



"] 

4 V 



'Band?" echoed the old man* 
Tes t " said the adman, "you remem- 
ber the band we started the second day 
after I came* There ain't much to tell 
yet, but the band is going to be a winner* 
Thirty-two pieces now and four rehear- 
sals a week* They'll be ready all right 
for the anniversary*" 

Seth T* Grover looked up* "What 
anniversary?" 

Wilkinson smiled as Barker replied* 
"Why* the anniversary of the business* 
sir* The house is forty years old a week 
from next Friday* and we thought there 
ought to be some sort of celebrating on 
an occasion like that*" 

There was a rap at the door* 
"Come in !" said the proprietor* 
The shrewd-looking man* who had 
accompanied him in the morning* entered 
the room* 

71 



THE G I > N G 'E R CURE 

"Well, Fve looked around and am 
satisfied/' he said* "What are your 
terms ?" 
The old merchant suddenly smiled* 
"The house is not for sale/' he said* 



72 



THE GINGER CURE 



IV. 

It was the morning following the for- 
tieth anniversary of The Seth T* Grover 
Co* The founder of that house was 
seated at his desk reading page 221 of the 
store scrap-book t for that page contained 
the story of the anniversary as told in the 
morning papers* 

Miss Skinner entered with a fat stack 
of letters and laid them gently on the 
Grover desk* 

"More congratulations?" her employer 
asked* 

Miss Skinner smiled and nodded* 

"Bless me," the veteran exclaimed as 
he looked at the top letter* "This is from 
'way out on the coast ! Barnes & Telf er, 
San Francisco* How in blazes did they 
know we were celebrating our fortieth 

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THE GINGER CURE 

anniversary? And here's good wishes 
from New Orleans and Portland, Maine, 
and more from New York* What gets 
me is, how they learned about it" 

Miss Skinner smiled again* 

"Mr* Barker had some announcements 
engraved," she said, "and he told me to 
send them to the representative depart- 
ment stores and to other houses with 
which we do business* He said you 
were so modest you might object, so he 
attended to it himself* And here is the 
copy of the story of the anniversary sent 
out by the Associated Press at Mr* 
Barker's suggestion* It will appear today 
in papers all over the country, he says*" 

While the pleased proprietor of the 
forty-year old house was reading his con- 
gratulatory mail, John Hancock Barker 
was staring at a long epistle spread out 
before him* 

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THE GINGER CURE 

"They want me now," he murmured. 

He folded the letter and placed it with 
other papers in one compartment of his 
spacious pocketbook* Then he noticed 
the store detective passing his door and 
called her in* 

"Miss Burns/' he said, "have you 
ever noticed that I always call you Miss 
Burns during office hours and Mary 
afterwards?" The young woman smiled 
and flushed* "I fancied you had noticed 
it, Mary*" 

"It is during office hours now," she 
demurely said* 

He softly laughed* 

"Very well, Miss Burns," he said* "I 
really have something important to say 
to you* It has to do with a letter that 
came this morning, a letter that hangs 
out a 'welcome sign' for me in Chicago*" 

It is one of the requirements of the 

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THE GINGER CURE 

detective business that no change of 
countenance should betray the thoughts 
of the detective* And yet Mr* Barker 
noted that his announcement drove the 
color from the cheeks of Mary Burns* 

"It's a fine opportunity/' he went on, 
"one that Fve been waiting for t and — " 

She interrupted him* 

"What will Mr* Grover do?" she asked* 

Barker laughed* "Oh* he and the 
store will get along all right without me* 
Fve planned that* What I have in mind 
just now is the safeguarding department* 
I was immensely taken with that depart- 
ment the very day I arrived here*" 

Miss Burns smiled* "You were taken 
to headquarters," she said* 

"Yes, but you remember there was no 
direct evidence against me," he observed* 
"A little later the safeguarding depart- 
ment warned me that someone was 

76 



THE GINGER CURE 

needed to look after me*" Miss Burns 
blushed* "The words weren't meant in 
the spirit in which I chose to interpret 
them* But they made me think just 
the same and they've made me think 
since* and they've got me to thinking 
harder than ever — now that I am going 
to Chicago*" He paused* Mary Burns 
studied the design in the wall paper* but 
did not offer to speak* So the adman 
went on* "There's another thing I want 
to say* You're too good for this detective 
business* It isn't the style of work for a 
sweet girl like you* and I want you to 
quit it* Ever since the day you arrested 
that thug in the jewelry department — " 

"I didn't arrest him," she interrupted ; 
"you fixed him first* or he'd have 
escaped*" 

"Well* anyway, I don't like the idea 
of your stacking up against the kind of 

77 



THE GINGER CURE 

life the position demands* If I can offer 
you something better with a change of 
environment, and a change of duties* and 
a change of— a change of name, would 
you consider it?" He extended his hand 
and she let hers slip into it* Her gaze 
dropped from the wall paper design to 
the mosaic carpet* 

"If I went/' she softly said* "who— 
who would look after the store?" 

"If you didn't go/' he pathetically 
replied* "who — who would look after 
me?" The store detective winced* 

"I— I'll go/' she said* 

"Mary!" he cried* 

"Store hours !" she cautioned* 

"Hang store hours !" he exclaimed, and 
the new understanding was sealed in the 
good old way* 

A little later John Hancock Barker 
appeared before his employer* They 

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*4( 



THE GINGER CURE 

exchanged greetings that betokened 
friendship as well as business relation- 
ship* 

"It's three months today," said the 
younger man* 

Since you introduced the ginger cure?" 
Since I was hauled before you for 
suspicious behavior/' laughed the adman* 

His employer laughed with him* 
"Well, the tryout has proved eminently 
satisfactory," the merchant said, "and 
in slang parlance, 'you can stay as long 
and go as far as you like\" 

The younger man shook his head* 
"Thank you, Mr* Grover* but I'm going 
away*" 

The veteran eyed him closely and his 
smile faded* 

"To better yourself?" he asked* "I'm 
willing to do what is right to keep you 
here* Remember that*" 

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THE GINGER CURE 

"That's very kind of you, Mr* Grover," 
said the younger man with feeling* "But 
the facts are plain, sir* You don't really 
need me now, and I must have a new 
field for my ideas* The store is hitting 
up a merry pace on the road to success* 
You only have to look at the faces of 
Scott & McTavish and Moulton to know 
that* By the way* I understand they're 
even talking of consolidating*" 

"We'll miss you," said the old mer- 
chant, and a suggestion of worry crept 
into the deepening wrinkles* 

"I'd be a poor servant indeed, sir, if 
I wasn't missed," the adman cheerily 
cried, "but the cogs of the store will run 
on just the same* Fve had several talks 
with Wilkinson lately, and I don't believe 
there's a more capable store superin- 
tendent in the state, Mr* Grover* He's 
taking up every new, idea that comes 

80 



THE GINGER CURE 

along and analyzing it, and if it gets by 
his innate conservatism you can count 
on his playing it for all there's in it* And 
by the way t I've made a discovery* It's 
young Hickox, of the book department* 
There's a boy, sir, who is a comer* I've 
been giving him lessons in ad-writing 
evenings, and I find he's a natural born 
publicity man* Did you notice yester- 
day's full page? Wasn't that an interest- 
clincher? He did it* I suggest that you 
have a talk with him*" 

"I will," said the proprietor, and his 
eye brightened as the outlook became 
cheerier* "And what are you going to 
do, may I ask?" 

John Hancock Barker drew from his 
pocket the letter that he had studied 
earlier in the morning, and handed it 
to the old man* Mr* Grover glanced 
through it hastily* 

8) 



THE GINGER CURE 

"By George!" he exclaimed, "the 
offer is a liberal one*" He hesitated and 
looked at the young man* "But no more 
than it should be t sir*" 

The adman smiled and handed a 
circular to his employer* "That*" he 
said* "is the prospectus of the new com- 
pany* I thought the manufacture of 
flying-machines would give me a better 
chance for publicity ideas than anything 
else I could tackle*" he explained* 

The old merchant read the sheet with 
interest* "It seems like a great oppor- 
tunity*" he said* "and I congratulate 
you*" The two shook hands* 

Then the veteran turned to his desk 
and drew his checkbook from its 
compartment* 

"I haven't the exact amount of the in- 
creased sales for the three months," he 
said as he wrote, "but how does that 

82 



THE GINGER CURE 

strike you?" He tore out the check and 
handed it to the younger man* 

John Hancock Barker whistled softly* 
"Thank you again, sir," he said* and his 
expression was one of mingled surprise 
and pleasure* 

"Is there any favor I can do for you 
before you go?" the veteran asked* 

The adman nodded* 

"Two !" he replied* 

"Name them*" 

John Hancock Barker flushed* 

"You have in your employ a Miss 
Mary Burns*" 

"The store detective?" 

"Yes* If I can offer her something 
better will you release her?" 

The merchant smiled knowingly* 

"Yes* and with more congratulations," 
he laughed* "Don't forget me when the 
invitation list is made*" 

83 



THE GINGER CURE 

"You will head the list, sir/' 
" And what's the other favor ?" 
The adman quickly regained his seri- 
ousness* "Never let Livingstone of the 
silk department write another ad for the 
house," he said* 

"Granted I" cried the old merchant, 
and there was another laugh* 
John Hancock Barker arose* 
"Well," he said, "I appreciate your 
kindnesses, Mr* Grover, and wish the 
best of everything for you and the old 
house*" 

He held out his hand and the veteran 
took it* 

"Best wishes to you — and to her," he 
feelingly said* 

Although the door closed after the 
adman departed, the old merchant con- 
tinued to look for some moments in the 
direction he had taken* 

84 



THE GINGER CURE 

Then he slowly turned back to his desk 
and absentmindedly picked up the first 
thing his hand touched* 

It was a neatly printed slip of paper, 
and he read with some difficulty, for 
his eyes were a little misty : 



THE SETH T. GROVER CO. No. 78 



olDVERTISE 



IF you are in need, advertise by word of 
mouth that your wants may be fulfilled. 

IF you are at peace, advertise by smiles that 
your spirit may be shared by the world. 

IF you are in business, advertise by making 
known your goods that your house may 
prosper. 

Choose well your ways, 

cAnd if you re <wise 
You'll find it pays 

To cADVERTISE! 



85 




PRESS OF 

THE J. B. SAVAGE COMPANY 

CLEVELAND 



One 



copy del. to Cat. Div. 
MAY « 19M 



LIBRARY OF CONGRESS 



021 048 428 



